EPISODE #002
Walking Your Client Through the Process
Guest: Kathryn Langsford
Owner of Photos by Kathryn
Vancouver, Canada
photosbykathryn.com
DATE: June 17, 2021
So many photographers undervalue their work and therefore lack the confidence to start a business that can provide an income stream that supports their families and their dreams. I, Allison Tyler Jones, am on a mission to change this!
Today, I’ll chat with my friend, Kathryn Langsford, the owner of Photos by Kathryn based in Vancouver, Canada. She specializes in fine art portraits of families and children. Kathryn has been deep in the trenches of portrait photography for over two decades, and she has created a niche of a niche by specializing exclusively in black and white fine art portraits.
My conversation with Kathryn is one we often share about our own fears in selling our work and the way we sabotage ourselves. We talk about doubting our worth, and feeling unsure about talking price with our clients. Even with the vast experience, value, and knowledge she brings to each project, Kathryn isn’t immune to feeling fear and asking for what her art is worth.
Kathryn’s experience has led her to develop a process in which she leads her potential buyers through a sales process that makes them feel comfortable about their decision to purchase art. She stresses the importance of consultation time, where she finds out what her clients want and guides them through the purchase process, educating her clients, so they are confident in their art purchase.
Listen in to find out Kathryn’s advice on dealing with price-sensitive clients, the conversations Kathryn has with her clients answering their doubts and concerns, how she handles conversations inside the salesroom.
Timestamps:
[0:01:27] Kathryn tells about her work in fine art.
[0:02:59] How we sabotage ourselves when it comes to sales.
[0:04:20] When things are going well, it’s easier to ask for what your art is worth.
[0:09:00] What to do when a potential client delays decision-making.
[0:11:18] Be careful not to let your clients walk away with a bad taste in their mouth.
[0:13:09] Frontloading customers with a consultation creates a better sales process.
[0:16:00] How to avoid sticker shock when selling to your clients.
[0:17:46] Defining your service to find clients that are a good fit for your business.
[0:20:47] Where to start if you feel that your sales aren’t up to par.
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